Aportacion individual

MARIA JOSE TORRES JACINTO 799263
MERCADOTECNIA ENTRE NEGOCIOS
ESCENARIOS DE DISTRIBUCION
MONTERREY, NUEVO LEON A 8 DE OCTUBRE DE 2010.

Preguntas de Escenario.
1. Channel design begins with an assessment of customer needs. What benefits or special services should a SunPower commercial dealer provide in order to meet the unique requirements of an SMB customers?

For SMB customersSunPower emphasizes on benefits such as lowering the monthly electric bills, installing fewer panels that provide more power, reducing costs, taking advantages of government incentives for solar installations and support the environment and the community itself. With these benefits is that SunPower may enter into smaller or medium companies, the commercial dealer must emphasize in these advantages inorder to get more customers and to make the industry to grow.

2. Describe the process that SunPower might follow to (a) evaluate potential dealers and (b) select those that will represent them in a particular city or geographical area.

The dealers must be first of all committed to the industry and its goal. They must know the business perfectly and must be able to sale, to convincepossible clients that SunPower is the best idea and option. The dealer needs to know how to sell and what to sell always projecting the biggest advantages the solar system has within its competition and a making noticeable the economical benefits it would bring adding also the environmental and community paybacks.
The evaluation of the potential dealers must be a list of a potential personality withsome specific characteristics the person needs to have and be able to encourage during time.
Having the perfect dealers is one step, they would represent the company itself but as a company SunPower needs to pay special attention on those that would be out of the comfort zone. This means that some dealers require a special training if they would be in a particular city or geographical area. Forexample, the needs in Los Angeles are not the same that in New York; because of this each dealer must know the industry perfectly and its possible competitors also the strategy that may be used in order to be gain more and more clients. The difference in the cities is a important aspect to develop in its dealers, because within cities come differences in education, culture, way of living andmaking business. The dealers must be prepare to confront people that may be close to new experiences and ways of doing things, people that may be used to do things as they say without further opinion or contradiction so their main goal is to clarify their system and giving the clients the benefits the solar system has nowadays with an open mind perspective.

3. To effectively implement channelstrategy, what programs or strategies might SunPower take to better prepare and equip commercial dealers to serve SMB customers?
SunPower must prepare its dealers in the best possible way, teaching them that the clients and its satisfaction are the most important thing adding a good customer service. First of all possible dealer must have a training that may teach him or her the most importantaspects of the product, the solar system, they must manage and know perfectly the product to sell like its advantages, costs, technology and everything that may be related to the solar system in order to be able to answer with the true questions and doubts that the clients may have. With a perfect training the dealers must be prepared to confront the business, also they must know strategies and waysto sell. They need to know how to reach the client, what they need to say in order to sell and most important they require saying to the client what they are expecting to hear.
With the goal of reaching SMB customers the company should train its dealers how to treat this kind of clients. It is obvious that the treat and the way to make business may change a little bit; this is why the dealers...